For sales organisations, agility and adaptability are vital, especially in today’s rapidly shifting sales landscape. At a time when marketplaces, buyer behaviour, and sales targets are quickly changing, sales leaders need to reevaluate their approach to driving acquisition, growth, and retention—and be ready to change again if necessary.
Well-developed sales strategies that are also flexible in execution are critical in this new reality and will result in greater revenue achievement and deeper customer relationships. Not sure where to start? Here’s how sales organisations can readjust, retool, and refocus to ensure they’re positioned for success.
How do I reignite my sales engine?
While the ability for sales organisations to rebound from the pandemic depends on multiple unique factors, the key to turning the sales engine back on is the same for every company: It starts with understanding changes to buyer demands and the buyer journey. Check in with clients and listen to what they need. Assess what those changes mean for your ideal buyer profile. This will help ensure that you’ve correctly identified the problems that you’re solving for and your products/services are aligned with buyers’ needs.
What are some effective ways to stay in touch with my clients?
Be proactive in providing useful insights and value. For instance, hosting a webinar for your clients to discuss challenges, share ideas, and compare notes offers immense value to your clients and increases goodwill toward your company’s brand. If a deal is placed on hold, continue to reach out to the client, share information, and maintain the relationship. When the client is ready to resume buying, your company will be top of mind.
How can I stay ahead of field and inside sales trends?
Before the pandemic struck, the demand for salespeople who could engage and close deals digitally was already outpacing the demand for field salespeople who typically broker in-person deals. This trend will accelerate as companies seek to adapt their sales efforts to digital environments. Start equipping field salespeople with the training, coaching, and resources to do inside selling. For example, an at-home sales model where meetings are assigned to sellers within the prospect’s geographic footprint allows for greater flexibility and more personalised meetings.
What should I keep in mind when updating my sales tools?
The days of traditional breakfast seminars, lunch meetings, industry events, and other in-person gatherings are gone. Think in terms of virtual networking and selling. Be prepared to communicate with buyers through a variety of platforms and devices from video conferencing platforms to mobile apps, SMS, web, social, and voice. Also keep in mind that buyers may have different communication preferences. Data-driven insights will be critical to focus efforts where they will have the most impact.
What will my sales teams need to succeed at digital-first selling?
In the shift to digitally enabled buying and selling, prospects will expect salespeople to add value beyond a website and self-service tools. Field salespeople will need training and coaching to adjust to a new way of selling; they will need to learn how to nurture leads, build relationships, and explain the functionality and value of their product/service virtually. A partner that specialises in virtual training and tools for optimising the training process can quickly reduce the learning curve and help position an empowered sales team for future success.
The key takeaway is that digital and labour trends that were already in motion prior to the pandemic—working from home, on-demand services, virtual interactions, etc.— have been accelerated. The sales organisations that can quickly adapt to these changes and stay ahead of developing trends are the ones that will not only survive, but thrive in today’s new sales landscape.
Want to learn more?
Start reigniting your sales engine at ttec.com/asiapacific/demand-and-acquisition.